Moe Revenue

The CQQ Process

One frequently asked Revenue System implementation question is: How many Critical Qualifying Questions do we need?

There is no fixed answer to that question since the CQQ’s originate from the company’s Differentiating Value (DV) platform. The more DV, the more topics you have available for CQQ consideration. One suggestion I frequently make to CRO’s working through the implementation process is this – spend your time on the CQQ’s for Motivation. If you cannot establish any DV ‘traction’ with the lead, you have a suspect – not a prospect. The heavy lifting is always with the Motivation fit and most companies can quickly modify the CQQ’s listed in the book for Money, Methodology and Market to jump start their implementation.